Turn Tire Kickers Into SEO Clients
Alright so you have been studying SEO for a few years now, and have even ranked a few sites of your own. Now you want to turn this game into a business.
Whats next?
Why not start an SEO agency and start providing SEO to clients so you can have income coming in from day one rather than putting months into a site of your own to start seeing returns.
You choose a name, build a website, have business cards made, and setup all of your social profiles.
Now all you have to do is get your site ranking for terms that your potential customers would be typing into the search engines.
Alright perfect how about “SEO Las Vegas”?
Wait that is really competitive and you don’t have the money to invest to get it ranking and it will take months if not years.
Ok maybe run some Facebook ads?
$500 gone and you got a few leads, but nothing seemed to really pan out.
Does this sound familiar?
This is how it was for me when I first got into SEO, no matter how much of my limited budget I spent I could not get clients. that is until I applied a process and I just rinsed and repeat.
Cold Calls
Now I can hear you already! I can’t cold Call, Im not a salesman!
And I totally understand, so hear me out before you give up. Successful entrepreneurs are those that push themselves to uncomfortable places.
You want to put together a list of businesses that are paying for advertising but do not have a website.
You can find these businesses through a variety of sources, but my favorite is HomeAdvisor. HomeAdvisor is a site that charges their customers a pretty penny for lead generation. They add them to their directory and when customers either call their tracking number, or fill out the form online the business owner gets charged.
The business owners hate this model because it turns them into salesman and they don’t know the first thing about sales. So the phone keeps ringing they keep getting charged but they only get a few deals because the customers calling in are trained to call several businesses on this site to get the lowest price.
Now you want to talk to these business owners like people, don’t act like a salesman just have a casual conversation. Here is a simple script you can use.
(Start Script)
Hey John,
This is Ryan with ABC SEO, I talked to you a while back and I think you said you were using HomeAdvisor. Are you still advertising on there?
Thats perfect, how has it been working for you?
Oh Im sorry to hear that, what dont you like about it? (notice the open ended questins? Pay attention to their responses for later.)
Look John I know your a busy guy, and you want to get off the phone with me because you know I am trying to sell you something right?
Haha well if I promise not to sell you anything will you give me two minutes to explain why I called so we can both get back to our busy lives?
Thanks
Look your a smart guy so I am sure that you understand it is important to get in front of your potential customers, thats why you started paying homeadvisor in the first place right?
Well what I can do for you is help you build a lead generation machine that converts visitors into customers. This way they are being sold before they ever pick up the phone to call you.
Customers will come to the website we build for you for FREE and will be able to see all of your services as well as customer testimonials.
This will make the visitor trust you a lot more before they ever pick up the phone.
How does that sound?
yes it is FREE all we ask is that you tell your friends and family about us. This helps us get our business out in the public’s eye. The only catch is getting the website up online you have to have a hosting package, now you can go with other companies so no pressure to buy from us but we charge $8 per month and if you go with us we can set it all up for you for free and include the domain name.
No hurry its going to take us about 10 days to get the site built on our own server and once you decide who you want to use for hosting we can transfer it over for you. This way you can see what the site looks like before it goes live for your customers.
One last thing John, whats your email address?
Im going to shoot you over an email so you have my contact info, and if you could just send me over a few pictures that I can post on the site as well as a list of your services.
Perfect! Thanks John
(End Script)
Email Drip
What we do is build them a nice looking one page website that we have template for, it literally takes less than 30 minutes to complete.
But before we do that we add his email address to our 40 day email drip campaign. For the first 10 days while we are building the site he is getting content about the importance of having a website as well as receiving case studies for work we have done or if you don’t have any past customers case studies other businesses have put together showing how having a presence online helped a business.
After we finish the site he begins to get emails explaining how to generate traffic to the site via SEO. This is not to be confused with how to do SEO, but what SEO can do for your business.
After the first 10 days we give him a call and ask him how he is liking the website and if he has got any customers from it yet. Let him know how many times people are typing things into Google looking for his business. Don’t I repeat don’t try to close the deal, just let him know that you offer SEO for x$$$ per month but you would rather give his site a little more time to see if it improves on its own.
Day 20 sent him a report about how many times his business is being search in Google. As well as a report showing where his site is for these terms.
Day 25 give him another call and ask him if he saw your report, and now is when you come in with the soft close.
John you told me that you were still using HomeAdvisor, but you hated how it just attracts tire kickers. I hope by now you can see that I am trying to help you, and im in your corner. How bout you give us 1% of trust and let us earn the other 99%
Usually you get a little kick back here, but that’s normal. The last 5 days of emails are designed just for this moment. He will get one email each day that is asking for the sale, and pointing out the wounds he has suffered with homeadvisor. And on the 5th day he gets 1 last email and it tells him this is the last email offering a discount of x% if he signs up today.
Not every person that goes through this cycle is going to become a customer, in fact its more like 1 in 10 but if you commit 2 hours to this process each day you can get 3 or 4 new paying clients per week.
I want to encourage you guys to dig deep because I know this scares the crap out of a lot of you, but this is something that could change your business forever.
I am thinking about starting a weekly webinar, where I will be cold calling customers live in front of you guys so you can see how painless it is. I would be charging a monthly fee to join the calls. Is this something you guys could see being beneficial to you?
